Understanding Selling and Sales Management

What do call a salesman you can trust (or saleswoman of course), if you can find one? Sales people are paid to persuade you to buy stuff you don’t want. They get a commission when they can, and fired when they can’t. Like journalists they tell you what you want to hear, and not what [...]

{ 0 comments }

The CEO Close – What Is It. How To Use It

Sales Coach

Close the sale like your CEO would. This technique is friendly, fun and best of all functional – as in it works – unlike most of the tricks you’ll hear about. There’s a popular myth about Closing The Sale. In sales folklore, the ability to close deals is the superstar’s secret sauce. Somehow the superhero [...]

Read the full article →

Your Sales Playbook

Sales Strategies and Tactics

Your sales strategy is simply a playbook – what the sports coaches call the predetermined moves you’ll make in particular circumstances set by the opposition. For a sports playbook you need to understand and stay within the rules of the game. You need to research the opposition’s past performances, seeing how they exploit weaknesses. You [...]

Read the full article →

Coaching Sales Management

Sales Manager

Where can sales managers go for training? And where can they access coaching – in the philosophies, strategies, processes and tools they need to get the most out of their sales team? Usually, the best sales people get promoted to sales manager. They know a lot about selling, obviously, but rarely know much about management. [...]

Read the full article →

Making Business Plans Make Sense

Sales Coach

Does your business plan make the usual mistake – focussing too much on money, and not enough on market? Do you add up the numbers without really understanding the assumptions? Most people do. Do you set the rules about what you will, and won’t do, before you start the plan. Most people don’t. In which [...]

Read the full article →

How To Advertise Your Business With Adwords

Internet Enabled Business

Did you know that when Google initially became known, its founders had no way to make money from their new search engine? That’s right. It wasn’t until Google Adwords came along, that Google was able to finally turn a profit, and a profit they have certainly made. Adwords bring Google over $1 billion per month! [...]

Read the full article →

What Sales People Can Learn From Supply Chains

Sales Strategies and Tactics

Professional buyers can teach sales people a lot about selling. In fact sales people can learn a lot about selling, when they’re buying for themselves. But there’s one aspect of buying sales people will not learn on their own – the supply chains professional buyers build. Supply chains are interesting, because they seem to contradict [...]

Read the full article →

Social Media Marketing Where’s the Payback

Internet Enabled Business

Where’s the Return on Investment from Social Media Marketing. There isn’t any. Now it’s official, at least according to the folks at Copyblogger. Are you surprised? I’m not. I’ve believed for some time now the only way of making money on the Internet is teaching people how to make money on the Internet, and that [...]

Read the full article →

Automated Sales Management Could Be a Reality Soon

Sales Manager

Will we see systems for automating sales management soon? With today’s competitive markets, and corporate demands for more performance at lower costs, there has to be a compelling business case. Smart software already makes operations more efficient, and cost effective in other applications. Many services which used to be personal and labour intensive are now [...]

Read the full article →

← Previous Entries